Lead scoring & deal risk

Lead scoring shows which open leads deserve your time first. Every open lead gets a score from 0 to 100: its win probability, learned from your workspace's own won and lost deals. Deal risk warns you when an open deal is going cold.

Scores appear as a small ring with the number on the lead cards of the Leads board, on the rows of the list view and in the header of the lead panel. Won and lost leads are not scored.

How the score is calculated

Lora looks at signals your workspace already has:

• Source of the lead (website, referral, event, ads, ...) and the deal value.
• Stage in the funnel and how long the lead has been in it.
• Engagement: calls, emails sent and received, replies, meetings, form submissions and bookings, and how recently the last contact happened.
• Response time: how fast the lead got a first answer.
• Contact data: how complete email, phone, company, job title and address are.
• Tasks: overdue tasks on the lead, and the owner's workload.
• Similar leads: how often leads with the same source and deal size were won.

Every night Lora retrains the model on your closed deals. With at least 30 closed deals (5 won and 5 lost) your workspace gets its own model; the settings show "Model trained on N deals" with its accuracy, measured on deals the model did not see during training. With less history, Lora starts from anonymized global insights or sensible default weights and says so.

Why a lead has its score

Click the score ring on a card, a list row or in the lead panel header to open a small window that shows why: the top factors that raise the score and the ones that lower it, for example "The lead replied 3 times" or "No contact for 12 days". You can also ask Lora: "Why is Acme a hot lead?"

Deal risk: deals going cold

Lora compares every open deal with your workspace's usual rhythm: the typical days between contacts in that stage and how long deals usually stay in it. A deal is flagged At risk when, for example, it has gone quiet much longer than usual, is stuck in its stage, has overdue tasks, has no next step planned, gets no replies or shows a negative signal (declined quote, canceled meeting). Each warning comes with the reasons and one recommended next step.

Open At risk on the board to see all deals at risk. When a deal newly becomes at risk, its owner gets a notification and the timeline shows an entry.

Tip: Let Lora prepare it opens Lora with the next step as a request. Lora prepares, you approve, Lora executes: she shows a card titled Ready for your approval, and nothing is created or changed until you click Approve.

Using scores on the board and in automations

• Sort the board or the list by Lead score, or switch on Hot leads to see only hot leads. On phones, sort, Hot leads, At risk and the scoring settings are behind the Filters button.
• In automations, use the conditions Lead score, Lead score band and Deal risk, or the triggers Lead became hot and Deal became at risk.
• The Lora daily briefing lists your hot leads and deals at risk every morning.

Privacy and control

• The score uses only your workspace's data. Raw data of other workspaces is never used. The global insights come only from workspaces that opted in, are anonymized and published only when at least 5 workspaces and 200 leads share a pattern, after an administrator reviewed them. See Data privacy.
• Scores and warnings are suggestions to prioritize work. They never change, assign or reject a lead automatically.
• Workspace Admins can switch lead scoring off (on the board, gauge icon Scoring, tooltip Lead scoring). All stored scores of the workspace are then deleted. Admins also set the hot and warm thresholds and whether owners get risk notifications; Sales Managers can Retrain now.

Questions

Why does a new workspace show "default weights"? There are not enough closed deals yet to learn from. Mark deals as won or lost and the model learns your patterns.

How often does the score change? After every new activity on the lead (a call, an email, a stage change) and every night.